Regional Sales Manager (South)

Regional Sales Manager - East / West / South

Responsibilities/Duties

1. Achieving Sales Budget

• Deliver monthly, quarterly, and annual targets (revenue, margin, units) as per corporate guidance.
• Accurately forecast and monitor performance; implement course-corrections proactively.
• Escalate emerging shortfalls early and collaborate cross-functionally to sustain achievement.

2. Direct Key Account Management & Leadership

• Recruit, coach, and manage a team of Key Account Managers (KAMs) covering strategic accounts such as leading academic, research, institutional, and pharma customers.
• Co-create account plans with KAMs to drive upselling, cross-selling, customized solutions, and share-of-wallet growth
• Conduct periodic business reviews with KAMs and key customer stakeholders; act as escalation point for redressal and business resolution.

3. Distributor & Channel Leadership

• Oversee distributor selection, onboarding, enablement, and performance reviews for primary and secondary sales.
• Guide the field team in setting distributor-sales targets aligned to territory goals; drive pull-through by monitoring inventory, order fulfillment, and secondary replenishment.
• Expand the channel footprint through new distributor appointments, geographic expansion, and higher penetration across verticals.

4. Accounts Receivable & DSO Management

• Own regional AR performance: ensure timely collections, resolve disputes, and enforce credit policies.
• Coach KAMs and distributor-facing staff on collection best practices and escalation workflows.
• Maintain DSO within defined thresholds, track aging buckets, and overdue exposure.

5. Team Leadership & Cross-Functional Collaboration

• Lead and mentor both the direct KAM team and distributor-facing staff. Set performance goals and drive accountability.
• Conduct training on sales techniques, AR management, product knowledge, and CRM usage.
• Partner with marketing, product, finance, supply chain, and support functions to jointly deliver commercial and operational plans.

6. Market Intelligence & Strategic Planning

• Guide KAMs and sales team to conduct SWOT and competitor analysis at both account and territory levels.
• Formulate territory-wise sales and account plans; monitor and analyze pipeline, forecasts, and performance metrics.

Requirements

• Education:

  B.Sc./M.Sc. in Life Sciences, Biotechnology, Biochemistry, Microbiology or similar; MBA preferred.

• Experience:

• At least 5 years in life sciences, diagnostics, instrumentation or pharma sales in India (MNC exposure preferred).
• Minimum 5 years managing distributor/channel sales, and at least 3 years leading the Key Account function.
• Proven record in AR follow-up and strong DSO discipline.

• Skills:

• Excellent command of English and regional Indian languages.
• Financial literacy: KPI analysis, forecasting, budgeting.
• Proficient in Salesforce or equivalent CRM, Excel, and PowerPoint.
• Strong leadership, negotiation, relationship-building, and coaching skills.
• High ethical standards and compliance mindset.